About Commvault
Commvault (NASDAQ: CVLT) is the gold standard in cyber resilience. The company empowers customers to uncover, take action, and rapidly recover from cyberattacks – keeping data safe and businesses resilient. The company’s unique AI-powered platform combines best-in-class data protection, exceptional data security, advanced data intelligence, and lightning-fast recovery across any workload or cloud at the lowest TCO. For over 25 years, more than 100,000 organizations and a vast partner ecosystem have relied on Commvault to reduce risks, improve governance, and do more with data.
Role Description
The Cloud Resilience Account Executive (CRAE) is responsible for achieving quota by selling Commvault Cloud SaaS solutions in cloud-centric environments (AWS, Azure, GCP) into a defined territory that includes current Commvault customers and prospects. The position is an overlay field sales role where the CRAE is responsible for supporting Enterprise and Commercial Segment Account Executives face to face or virtually on sales meetings. This role will align to multiple Sales Leaders, supporting opportunities from their territories and leading specific stages during the sales process (e.g. demos, POCs, TCO discussions, etc).
The CRAE must have the ability to articulate an in-depth discussion, starting from understanding the end user’s cloud environment, current challenges/goals, and align Commvault SaaS solutions to those challenges/goals including a financial and strategic value proposition.
The ideal candidate will demonstrate a strong hunter mentality and expertise in managing complex sales cycles from prospecting to purchase order closure. Further the ideal candidate must have a history of success in selling software platforms (SaaS preferred) and have experience selling alongside cloud system integrators and hyperscalers.
What you’ll do…
- Generate and qualify leads that cover cloud native workloads and data security, and help field sellers in developing business opportunities in order to achieve their SaaS quota on a quarterly and annual basis
- Maintain a high level of face-to-face and/or virtual meeting activity with customers, prospects, cloud system integrators, and hyperscalers in alignment with the guidance and priorities received from the Sales Leaders (AVPs and Sales Directors)
- Partner with Commvault field sellers and pre-sales engineers to lead opportunities and work jointly to closure
- Be able to coach and share best practices with the broader sales and GTM organization
- Foster strategic working relationships with customers, maintaining a high level of contact
- Work collaboratively with product and marketing teams to develop targeted campaigns that resonate with cloud-native and security personas to maximize sales success
- Prepare and present sales proposals and presentations to prospects and existing customers with quantifiable business cases and technical value propositions
- Provide support in negotiating and closing deals following the company’s practices and processes
- Leverage internal sales tools and processes to help drive opportunities to a successful close and onboarding alongside customer success
- Plan, attend, coordinate, follow up on next steps from executive briefings
- Maintain a high level of relevant cloud, data security, and competitive knowledge
- Be able to take responsibility of the SaaS goal for your territory, accurately forecast the business, and hold to that commitment
- Be the owner of your business in your territory, ensuring end-to-end management of the identified specific SaaS services (including sales activities, forecast, planning, reporting, QBRs, etc.)
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Who you are…
- Bachelor's degree or equivalent working experience
- Minimum of 5+ years’ demonstrated success in software or SaaS sales, cloud (AWS, Azure, GCP) and/or cyber security experience preferred
- Understanding of the SaaS data management industry, products, competitors, history, emerging trends and changing marketplace
- Minimum of two years’ success in identifying, building relationships and selling with cloud system integrators partners
- Excellent communication skills, persuasive, listening skills
- Strong financial selling skills, specifically building and delivering TCO models
- Experience working with RTM (routes to market) like cloud system integrators, hyperscalers, alliances and global system integrators
- MEDDICC knowledge and participation in account planning activities
- Strong working relationship with legal to accelerate agreements required for closure
- Experience selling solutions through public cloud marketplaces
